The OT - Only Teams for Real Estate Podcast Episode 19: Stuck in a Sales Slump? Uncover the Lead Generation Secrets You’re Missing - Malouff International Group
If you’re stuck in a real estate sales slump, Scott Malouff’s team from San Antonio, Texas, might have the answers. Handling 500-600 transactions annually, Scott’s team has mastered lead generation, productivity, and client relationships. Here’s how they do it.
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### Inside Scott Malouff’s Team Structure
Scott’s team is designed for efficiency:
- **Rainmaker:** Scott drives the team’s growth and strategy.
- **Director of Operations:** Victoria manages daily operations.
- **Cyber Backers:** Four virtual assistants handle transaction coordination.
- **Buyer & Listing Agents:** These agents focus on closing deals, supported by the team’s administrative staff.
- **Media Team:** Manages branding and marketing efforts.
This structure enables agents to focus on selling while backend support keeps things running smoothly.
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### Lead Generation: The Right Tools and Techniques
Lead generation is central to Scott’s success. His team utilizes:
- **Propstream & Vulcan 7:** Propstream provides property data for prospecting, while Vulcan 7 focuses on expired listings and FSBO leads.
- **Power Hours:** Held every Tuesday and Thursday, dedicated hours are spent prospecting for leads.
- **63% Listing Ratio:** With a mix of expired listings, past clients, and event-driven leads, Scott’s team secures listings at a 63% success rate.
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### Event Strategy: Driving Leads Through Community Engagement
Scott’s team excels at using community events to engage clients and drive leads. Their **Casino Nights** alone raise $70,000 in profit while building client relationships.
Other events, like Christmas parties and Mother’s Day brunches, help strengthen ties with past clients and attract new prospects. Scott emphasizes the importance of **deep relationships** for lasting success.
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### Offering Value with a Tiered Service Menu
Scott’s team offers a **tiered service menu** to add value to listings, including premium services like home repairs and staging. This approach helps sellers prepare their homes faster and stands out in the competitive market.
By providing these extra services, Scott’s team ensures clients get maximum value from their listings.
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### Building a Strong, Supportive Team Culture
Culture plays a big role in the team’s success. Scott’s team operates like a “mega church,” with small groups dedicated to areas like **faith chair**, **philanthropy chair**, and **social chair**.
Regular activities like the **Breakfast Club** and team trips foster strong relationships and high morale, keeping the team motivated even during tough times.
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### Tech and AI: Streamlining Lead Follow-Up
To stay efficient, Scott’s team leverages **AI** for lead follow-up, ensuring no opportunities slip through the cracks. Automating this process allows agents to focus more on relationship-building and closing deals.
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### Recruiting and Developing Top Talent
Scott’s five-step recruitment process includes personality assessments and team interviews to ensure every new hire fits into the team culture.
By prioritizing personal and professional development, Scott ensures his team maintains top performance and a strong, cohesive work environment.
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### Conclusion: Relationships, Strategy, and Growth
Scott Malouff’s team thrives by combining effective lead generation tools, deep relationships, and a supportive culture. Whether it’s using Propstream and Vulcan 7, hosting community events, or offering a tiered service menu, Scott’s strategies form a proven blueprint for real estate success.
If you’re struggling in sales, these strategies could help you boost your lead generation. For more expert insights from top-performing real estate teams, tune in to **The OT: Only Teams for Real Estate Podcast**!
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**Take Action Today!**
Implement these proven strategies, and see the difference in your lead generation and sales. Stay tuned to the **OT Podcast** for more valuable advice from industry experts!